Senior Manager, Business Development

Senior Manager, Business Development

One of the fastest growing and highly visible departments within GO is Business Development. The Business Development team is seeking a strategic, highly motivated, and sales-driven eCommerce brand leader to drive new partner brand relationships across North America.

The Senior Manager, Business Development is responsible for owning the full lifecycle of new business—from proactive pipeline generation and advanced business analysis to pitch execution, negotiation, and onboarding. This individual will independently manage complex and high-value opportunities, including deals up to and exceeding $10M-$100MM, while serving as a trusted advisor to prospective partners.

This role requires deep expertise in Amazon retail, operations, and advertising, along with the ability to translate complex data into compelling strategies tailored to each prospective brand. The ideal candidate is highly analytical, relationship-oriented, and thrives in a fast-paced, entrepreneurial environment.

To get there, we are looking for a talented, driven individual who can independently break down complex problems, lead cross-functional collaboration, and consistently deliver results while elevating team performance.

Responsibilities include:

• Conduct advanced research and analysis for key target brands and categories, leading top-of-funnel prospecting activities and proactively generating new business pipeline
• Lead prospective client research, including category trends and dynamics, competitive landscape, and business performance diagnostics to determine strategic fit and opportunity size
• Conduct comprehensive business audits and develop actionable recommendations, including:
• Content audits and optimization recommendations
• Full-funnel media (Sponsored Ads) audits and strategic recommendations
• Retail and operations audits with topline insights and improvement opportunities
• Independently manage the full pitch process for clients of all sizes, including high-value opportunities up to and exceeding $10M-100M in revenue
• Develop and present insight-driven, customized strategies and solutions tailored to each prospective partner
• Serve as a subject matter expert and consultant on Amazon, educating prospective clients on growth strategies across retail, operations, and advertising
• Own communication with prospective clients, setting expectations and progressing opportunities through the pipeline
• Build and maintain strong relationships with prospective clients, emerging brands, and key platform partners, including Amazon stakeholders
• Regularly cultivate relationships through industry events, conferences, and informal networking environments
• Own the onboarding process for new clients, ensuring a seamless transition from sales to internal teams
• Lead contract negotiations, including scope, pricing, and terms, in collaboration with leadership, finance, and legal teams
• Support and influence business development negotiations to drive mutually beneficial outcomes
• Monitor and manage sales pipeline, revenue forecasts, and performance metrics, providing regular updates and insights to leadership
• Proactively contribute to company growth by sharing POVs on industry trends, Amazon innovations, and emerging opportunities
• Collaborate cross-functionally with internal teams (media, content, analytics, retail/operations) to develop cohesive, high-impact strategies
• Lead and mentor junior team members, contributing to a high-performing and collaborative Business Development team
• Develop and refine new business materials, research, and capabilities to strengthen go-to-market positioning

Knowledge/Skills include:

• Sales-Driven: You have a hunter mentality — you're energized by building pipeline, pursuing new logos, and closing complex, high-value deals from start to finish.
• Strategic & Analytical: You know how to translate data into a compelling business case, whether that's an Amazon audit, a category opportunity, or a competitive gap analysis.
• Amazon Expertise: You have deep, current knowledge of the Amazon ecosystem — Seller, Vendor, and Advertising — and can speak credibly to prospective partners about how to win on the platform.
• Relationship Builder: You build trust quickly with senior stakeholders and know how to cultivate long-term partnerships through consistent value and follow-through.
• Compelling Communicator: You craft and deliver sharp, insight-driven pitches and presentations that resonate with C-suite and brand leadership audiences.
• Entrepreneurial Mindset: You thrive with autonomy, take ownership of your pipeline and outcomes, and don't wait to be told what to do next.
• Cross-Functional Collaborator: You know how to rally internal teams — media, content, retail, analytics — to build and deliver winning proposals.
• Results-Oriented: You have a track record of hitting and exceeding revenue targets, and you know what it takes to move deals across the finish line.
• Adaptable: You're comfortable with ambiguity, quick to pivot when needed, and solutions-focused when challenges arise.
• People Leader: You invest in the growth of those around you, mentoring junior teammates and contributing to a high-performing team culture.

Requirements include:

• 8–12+ years of experience in customer-facing roles within business development, sales, brand management, or consulting in CPG, eCommerce, retail, or related industries
• Proven track record of independently pitching, closing, and bringing in new business, owning the full sales cycle from prospecting through deal execution
• Demonstrated success leading and converting high-value opportunities, including deals up to and exceeding $10M
• Recent experience managing Amazon businesses within the last 18–24 months
• Deep understanding of Amazon ecosystem across Seller, Vendor, and Advertising platforms
• Demonstrated experience conducting content, media, and retail/operations audits with actionable recommendations
• Strong relationship-building skills with both clients and internal stakeholders, including executive-level stakeholders
• Excellent analytical, problem-solving, negotiation, and decision-making skills
• Strong ownership mindset with a bias for action and ability to operate autonomously
• Proven ability to influence stakeholders and independently lead complex customer engagements
• Advanced proficiency in MS Office (Excel, PowerPoint) and Google Suite

Preferred: Experience in financial analysis, inventory planning & allocation, product/project management, marketing, consulting, negotiation, or supply chain

**This role will require up to 30% travel

Benefits include:

• Medical
• Dental
• Vision
• Bonus
• PTO
• 401K

We are currently considering candidates who reside in the following states: CA, CO, CT, FL, GA, IL, IN, KS, LA, MA, MD, MI, MN, MO, NC, NH, NJ, NV, NY, OH, OR, PA, SC, SD, TN, TX, VA, WA, and WI Equal Opportunity Employer

Sponsorship for work visa unavailable

Salary Description $121,000-$171,000+50% Variable